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I take a different approach.
I ask prospect this question:
“Have you ever wondered why some web developers may offer to register you with 250 search engines for free?” The answer is simple...that's exactly what it's worth. ZERO ......I then go on to teach them how targeted traffic is only realized through achieving a high ranking on Major search engines. Show them an activity report to validate it. Then educate them about how you remain focused on optimizing their Web site for Major Search engines.
By setting realistic expectations on search engine registration, and telling them truth about where most of their traffic will come from, you once again are providing an education that others in business forget to give their clients.
5. Teach your clients about value of Manual SE Registration:
If you're like me, you only do manual registration. If you do use an auto-submission program or service, make sure it is one that works in a non-spam manner (there are not many that do).
6. Teach your clients about risk and annoyance of FFA Links:
FFA Links (which stands for Free For All links) are NOT search engines. Actually what you have probably learned by now is that many FFA sites are often times but not always, nothing more than spam sites seeking your e-mail address. Over years I have tried subscribing to these services at times just to determine if there may be any benefit. I can determine no benefit in FFA links and I like to educate my clients so they do not get sucked in by many "special offers." Educate your clients and save them headaches.
7. Build long term relationships with your clients.
Taking consultancy approach with SEO offers many opportunities to not only build customer rapport but also to maintain it on a long term basis. I see my role as teaching my clients as much as I can about Internet side of their business. The time you spend educating your client pays fairly big dividends in terms of customer loyalty. What happens after a while is, your customers will seek your advice on issues rather than just get taken advantage of by one of those e-mail deals that sounds to good to be true. Care for your client's business as if it were your own!
8. Does your client need help to write a Media Release?
This may be a stretch for some SEO's but look for opportunities to help your client promote their web site in different ways. I like to assist my clients by doing little things that are easy for me to do, don't really take too much time and add extra value to my service. Examples of these services might be to help your client write a good media release or creation of little counter top signs that advertise clients URL. Do they need a little checklist to help them promote their URL? Think value added!
9. Practice customer service excellence.
One of biggest loopholes in Internet marketing and SEO business, is lack of quality customer service. Do you return their calls? Do you look after their questions promptly? Do you keep them informed about newest trends?
10. See your customer, as a customer for life.
Care for your customers business as much as you can with full attention to detail. Most business owners are far to busy running their business to look after all of their "web presence" issues. This is why they hire you in first place. If you remember to deliver "excellence" in both customer service and communication, you'll have distinct advantages over many other competitors. Look after your customers well, and they will definitely look after you well too.
John Alexander is the Co-Director of Training of Search Engine Workshops with Robin Nobles. Together, they teach 2-day beginner, 3-day advanced, and 5-day all-inclusive "hands on" search engine marketing workshops in locations across the globe. John also teaches online search engine marketing courses through http://www.onlinewebtraining.com, and he’s a member of Wordtracker’s official question support team.